The Natural Products Consulting Institute Presents Seminar on Trade Spending Management

The Natural Products Consulting Institute announces a comprehensive seminar on Trade Spending Management for companies in the natural and specialty channels to be held on March 2, 2005 in Burlington, MA.

Andover, MA: The Natural Products Consulting Institute will be running a seminar titled: Trade Spending Management. Trade spending is defined as all deductions, allowances, ad monies, slotting/free goods and demos (if part of a commitment to a retailer) that are paid to the “trade” – usually distributors and retailers.

This full day workshop covers all aspects of an effective trade spending process, including planning, communication, tracking, reconciliation and evaluation. With trade spending running from 15-25% of sales for most companies, any percentage improvement or spending the funds more wisely would pay for this seminar many times over. This is as much for owners, CEO’s and CFO’s as it is for sales and marketing professionals.

There will also be ample time to address individual company issues and challenges by the presenters and peers in the room.

The seminar will be led by Walt Riglian with additional presentations by Bob Burke and John Maggiore. Walt is an expert on trade spending management who advises large, medium and small companies on how to optimize their investment in trade spending. He has had over 25 years of senior sales management and consulting experience at Proctor & Gamble, Frito Lay, Kraft General Foods, Stonyfield Farm, the Hain-Celestial Group and others.

Bob is an industry consultant who is co-author of The Natural Products Field Manual, Staking Out Space on the Supermarket Shelf, and The Sales Manager’s Handbook. He is the former VP of Sales at Stonyfield Farm, Inc. John is an industry consultant and broker and is the former Natural Category Manager at Stop & Shop.

The seminar will be held on March 2 at the Marriott in Burlington, MA. The price is $799 with a $100 discount if you register by February 15. Additional discounts are available for additional people from the same company.

For more information, please visit: and click on “Trade Spending Seminar” Or click on the link for registration form. You are also welcome to call 978-975-9902 or email: [email protected].

The Natural Products Consulting Institute was founded in 1998 to provide consulting services, industry resource guides and educational programs for companies bringing natural, organic and specialty products to market. We develop effective sales and marketing plans, assist with budgeting and planning, pricing and programs, building distribution, appointing broker networks, building organizations, assisting with financing and helping to execute strategies for growth.

(978) 975-9902,
Fax: (9878) 975-4502
[email protected]

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